Winning new clients, the perennial business goal, becomes even more important in an economic downturn. The Wall Street Journal gives tips on finding more elusive new clients by finding growth sectors, allying with other businesses and using all the tools at your disposal. Go where the growth is. Silverman says he attended trade shows for a few core industries that were doing well (medical, oil and gas, green technology, defense and space), and concentrated on specific geographic regions including the San Francisco Bay area and southern California. This helped the firm not be spread too thin, Mr. Silverman said. More than half of 2009′s. Read More.

Making cold calls might not be getting easier, but market forces are working in favor of the diligent caller. Most salespeople reduce their efforts, meaning a less cluttered environment, and many managers are feeling pressure to bring in ideas for savings. Business Brief gives tips on getting past the reluctance to dial that first number, and win business in a down economy. View success in the long term and failure in the short term. You’re working diligently to stay afloat during a tough economy, and that’s your long-term goal. But there will be failures along the way, and it’s important to remember. Read More.